In 21st century, a sales strategy that focuses on selling something versus helping the customer buy is just plain outdated. People are sick and tired of being sold to, but.... everyone still likes to buy. Most marketing departments are still trying to generate leads through promotion of their products and services, i.e. features and benefits, not providing valuable insight into how their offerings are adding value to a business. A promoted benefit is only a benefit if the customer sees it as such. Just because Marketing department says it is a benefit does not make it so.

Jill Perez explains this in the customer centric selling blog http://blog.customercentric.com/blog/sales-tips-new-salespeople-in-training

The best sales people focus on two things: 1) current business issues and problems faced in trying to solve those issues and 2) future issues or problems not identified and how they can help solve them. Tie both to the how to increase revenue, reduce or control expenses and/or reduce and control the company's risk and you will have a very interested buyer.